When thinking about price and repeat business in an international setting, Daniel Lafontaine, expat in Korea for 15 years affirms that the “sweet spot” can be attained only when the sales director and other C-suite executives understand the cultural aspects, such as the country’s needs, behavioral patterns, and goals of the company in a particular country... http://goo.gl/hAUyWr

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Timing is Everything• Start in the market where you have understanding & influence• Least expensive method of validation (customer, product, model)• Focus on execution: work out all issues before scaling

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Before taking that first step• Get customer references & case studies• Ensure a repeatable sales model• Prove the business model

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Knowing when to hit the gas pedal is key.Scaling too quickly can spell disaster. http://www.flickr.com/photos/lanier67/4047779644/sizes/l/in/photostream/

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Ready to launchWhat is the best strategy for growing beyond domestic borders?

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Direct to Market Indirect via Channels Company sells its products and Company employs a third party, a services „directly‟ to its client or reseller or distributor to sell theircustomer base without an outside products on to their customers party involved

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Direct to Market• Offers the highest degree of control & focus to the company• Best for complex products & services or where relationships are key to sales• Comes at a cost: fixed & variable

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Direct to Market• Don‟t underestimate local and regional customs• Business regulations, including employment and taxation• Corporate structure complexities

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Early AdoptersBest acquired through a Direct Model http://www.flickr.com/photos/aressa/3299022830/sizes/l/

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How best to sell into international markets? http://www.flickr.com/photos/gianpierre_soto/5505817770/sizes/l/in/photostream/

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Contact Me: E-Mail: jthompson@about.me Twitter: @thomjeffSome of the photographs in this presentation were retrieved from Flickr and made available under a CreativeCommons license. Please refer to each photograph for a link to the image source.